Any successful professional salesperson clearly knows that the call contact prospecting model is an important part of their business process. They must make cold calls and lots of them each week if they want to rise to the top of their market in any industry (and stay there); they can and usually do have a…
As commercial real estate agents and brokers, we are (or should be) always pitching and negotiating on a regular basis as part of the job. The pitching or presentation process therefore directly impacts prospecting, listing, and negotiating. It is essential that every broker or agent is highly skilled when it comes to connecting with the…
Almost every commercial real estate agent will be looking for some profitable niche to focus on within their industry and city. That being said, they need to be on the lookout for things that are changing and opportunities that are growing. Let’s say you are looking for the best listing and commission opportunity. Let’s also…
Franchise tenants are a solid and successful part of the commercial and retail property industry. Every commercial or retail real estate agent should be networking and prospecting the franchise groups for opportunity. On a regular basis, franchise groups will require property for expansion or change of business. It should be said that these groups are…
In commercial real estate agency you need lots of buyers to create the churn of listings that you are looking for. Property buyers are easier to find when you work on listing quality properties. Those good listings attract buyers like a magnet in any market and in any economy. Top agents do that all of…
In commercial real estate brokerage, you will get lots of opportunities to work with property investors; that being said, you do need to understand their property requirements and longer term investment focus. Empathy will be part of that process. A good property investor will over time bring you many business opportunities. That will be in…
In commercial real estate brokerage, many challenges will exist from time to time for every agent. The challenges commonly ‘show their face’ in prospecting reluctance, poor quality negotiations, low listing conversion rates. Confidence and local market knowledge are keys to the process of breaking through those barriers. You can add to that the individual requirements…
When it comes to running a successful commercial real estate brokerage today you will require a solid Internet presence and a professional web site. It is a sad fact that many brokers have little understanding of the Internet and their website profile. That can then have a dramatic impact on their listings and commissions. There…
Well its Friday and time for another tip and free chart. This week I want to get a bit ‘motivational’ for my friends on-line. Yesterday I was thinking about ‘Rock Stars’ and how similar they are to the top agents in the industry. Top agents are ‘performers’ in many different ways when it comes to…
In commercial real estate today, we negotiate in many different ways in all stages of a transaction. The parties involved in a sale or lease, and within the property types will have a lot to do with the levels and the intensity behind the negotiation. It directly follows that every broker and agent should be…
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